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Home  »  Issues  »  January 2009  »  Article by Ari Galper  3037
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Cold Calling That Builds Great Relationships
How to master sales authenticity, the foundation for cold calling success
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Issue: January 2009
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Ari Galper
Ari Galper
Author Since September 2005
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Sometimes the finest solutions are the simplest. Focusing on relationships when making cold calls is one of them. It keeps us genuine, and eliminates our dread of making cold calls. We’re real people talking about real things. We’re interested in the conversation, and it shows.

Most of us dislike putting on our “salesperson persona” when we make cold calls. We think it’s needed, however, because we’ve been trained to make the sale. And yet we’re interacting with a live, breathing person without having any real connection to him or her. It often feels fake, and it often is.

This artificial role puts a great stress on us, and sabotages our cold calling conversations. When we aren’t genuine, it’s a red flag to the other person that we have a sales agenda. This puts nearly everyone “on guard.” They’ve never met us and are wary of possibly being manipulated.




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 Most Recent Member Comments (5) Add A Comment
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On Monday, May 25, 2009 by Steve Kelly
Just read your article. Completely agree with you.
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On Monday, February 2, 2009 by Christina Thompson
Hi, Can you help me out for a minute? Love it and it is true too. No hype and value focused... Christina
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On Monday, January 19, 2009 by Ms. Sharon Anne Dugger
Thank you Ari! This is exactly what I have been encouraging my team....to be yourself, act natural and show you really care if your services, product ect can help them! Sharon Dugger
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On Sunday, January 18, 2009 by Mrs. Miguela Myla Horner
Thumbs Up! Very Natural and Real. I think I Can Do This. Thanks.
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On Friday, January 9, 2009 by Mr. Arthur Tugman
Ari, I enjoyed your article. Sometimes the simplest solution is the hardest to see. Often it’s just a matter of beginning a task now and not procrastinating.
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